Definition
Land: Acquire with small deal. Expand: Grow revenue over time.
In PLG
The land is often free trial or freemium. Expand happens as usage grows.
Land and expand
Land and expand starts with a small initial deal and grows through upsells and seat expansion. In PLG, this happens organically.
FunnelsAlso called: Land & expand, Bottom-up sales
About this term
This page is part of the Skene PLG glossary. Use it as a reference when writing specs, dashboards, or playbooks.
Canonical glossary index: /resources/glossary
